Sales Systems- The Flavor of the Week

Bummer, the founder of Baskin Robbins died yesterday. Irvine Robbins opened up the possibilities of ice cream flavors and although there were 31 flavors, they actually created more than 1000 flavors. I remember living in Southern California in the San Fernando Valley on scorching hot summer nights, we would walk down to Burbank Blvd and get ice cream.  I always got the same flavor- Chocolate Mint  My friend Missy worked there and I watched her right arm grow that summer. Eating a pint of ice-cream everyday was pretty typical. She became the ice-cream-scooper extraordinaire that summer.

I stuck with my chocolate mint flavor the same way salespeople stick to their sales system. There’s a lot of sales systems out there such as Solution Selling, Sandler, Miller Heiman, SPIN, TAS, should I keep going? The one thing these systems all have in common is that they were designed for the field and they only focus on one part of the sales cycle. They prescribe complex and strategic solutions that don’t apply at all in the 15 seconds or less that you have to pitch successfully on the phone and on-line.  I don’t get it- why put inside sales people through a sales system that isn’t exclusively designed for them?

It’s taken me years to design my TeleSmart 10 system and it is exclusively designed for inside sales. It includes 10 skills than span from the beginning to the end of the sales cycle. When all skills have been mastered, the salesperson has created ten new opportunities to create income.

As an inside salesperson, you are riding the crest of the wave of change in the way sales are made. You need to understand the sales cycle from the inside out, and you need robust skills that allow you to master every aspect of it: specific communication and strategy tools that help you take full advantage of everything available to you. That’s what the TeleSmart 10 delivers.